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SERVICES MARKETING
Dr. DIVYA VIJAY

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UNIT – I
MARKETING SERVICES
INTRODUCTION
The turn of the century has seen profound changes in the global economy. Services
have played a crucial part in these changes, because services are becoming the way
organizations meet with their markets. Already organizations have discovered that their
survival no longer exclusively depends on the products they offer, but also on the additional
offerings they make to their customer that differentiate them from their competitors.
Innovative organizations, offering new services as well as unique customer services, are now
succeeding in market where established organizations have failed.
Services marketing are not a self – enclosed task but is integral organizations as a
whole and the object of the activity is people, who are reactive, not passive as compared with
a product. Services marketing concepts, frameworks and strategies were developed as the
result of interlinked the forces of many industries, organizations, and individuals who have
realized the increasingly important role services are playing in the current world economy.
Initially the development of services marketing focused on service industries. However,
manufacturing and technology industries recognized services as a prerequisite to compliment
their product, in order to compete successfully in the market place.
Providing a service is a people business. Their interaction between customer and
service employees is vital for the actual success of service delivery. Rendering excellent
quality service depends very much on the way service employees behave. In this regard,
service competencies and service inclination contribute towards the success of service.
Customers are becoming more educated and demand not only quality product but also high
levels of services to accompany them. Service organizations therefore need to adapt to
customers’ views on customers as better than those providing by other service providers.
SERVICES: THE CONCEPT
All industrial and economic activities are divided into three, namely, primary,
secondary and tertiary. Primary activities include agriculture, fishing, forestry, mining etc.
Secondary activities consist of manufacturing, processing, construction etc. Tertiary activities
comprise of services, distribution etc.
Services form a major part of economic activities and the world today is dominated by
the service sector. The service sector is enormously large and varied. It includes banking,
transportation, insurance, communication, education, employment, healthcare, Legal service,
accounting, tourism, hospitality and information services. Some of the services are provided

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on a non- profit basis, for example, education and healthcare, while others are provided on a
commercial basis such as hotels, professional consultants, solicitors etc.
Defining a service is not an easy task and there is no single universally accepted
definition of the term. An earlier view of the concept of service was that it was a mere benefit
attached to a physical product. Now a major shift has taken place in the concept of service
and the service industry at present has achieved its independence and growth quite apart from
physical goods.
Hence service industries are fundamentally different from manufacturing industries.
In common parlance the term services means personal services like repairing, health service,
legal services, counselling etc. Marketing experts view the problem in a different way. They
feel that the contents of services are much wider. Services are deeds, acts or performances.
The complexity of definition of services increases when one realises that there are no pure
services or pure tangible products.
DEFINITIONS
The American Marketing Association defined services as “activities, benefits, or
satisfactions which are offered for sale, or provided in connection with the sale of goods”.
Regan suggested that “services represent either intangible yielding satisfactions
directly (transportation, housing etc.), or intangibles yielding satisfactions jointly when
purchased either with commodities or other services (credit, delivery, etc.)”.
Robert Judd defined service as “a market transaction by an enterprise or
entrepreneur where the object of the market transaction is other than the transfer of
ownership of a tangible commodity”.
Blois says that, “a service is an activity offered for sale which yields benefits and
satisfactions without leading to a physical change in the form of a good”.
Stanton defined service as “Separately identifiable, intangible activities which
provide want satisfaction when marketed to consumers and/or industrial users and which are
not necessarily tied to the sale of a product or another service”.
Kotler and Bloom defined service as, “any activity or benefit that one party can offer
to another that is essentially intangible and does not result in the ownership of anything. Its
production may or may not be tied to a physical product”.

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Gronroos defined a service as “an activity or series of activities of more or less
intangible nature that normally, not necessarily, take place in interactions between the
customer and service employees and/or physical resources or goods and/or systems of the
service provider, which are provided as solution to customer problems”.
SERVICES: FEATURES
Services have some salient features, which necessitate a new vision, a distinct
approach and a world class professional excellence to deal with the various aspects of the
services effectively and profitably. The service professionals who are not well aware of these
features find it difficult to make creative decisions. It is against this background that the
important features of services are analysed as follows for making appropriate managerial
decisions.
1. Intangibility
Services are intangible in that they do not have a physical shape. So a consumer cannot
touch or see it but can derive the benefits after buying it. This intangibility makes the task of
decision makers more complex. While motivating the prospects they cannot display the
positive or negative aspects of services. The consumer also finds it difficult to measure
service value and quality. To overcome this, consumers tend to look for evidence of quality
and other attributes. They also consider physical evidence and qualifications or professional
standing of the consultant. Services by nature are abstract. Therefore, services carry with
them a combination of intangible perceptions and benefits. Thus it is right to mention that due
to intangibility, the managing of services become much more complicated.
2. Inseparability
Services often cannot be separated from the person of the service provider. Moreover,
some services must be created and dispensed simultaneously. For example, dentists create
and dispense almost all their services at the same time. From the marketing point of view,
inseparability implies that direct sale is the only channel of distribution of services. This
feature of services also limits the scale of operation of a service firm. The goods are produced
at one point and then distributed by others at other points. In services, we find the selling
processes contributing to its creation. Thus in the words of Donald Cowell, goods are
produced, sold and then consumed, whereas services are sold and then produced and
consumed.

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3. Heterogeneity
It is not possible for a service firm to standardise its service. Each unit of the service is
somewhat different from the other units of the same service. For example, an airline does not
provide the same quality of service on each journey. The primary reason for such
inconsistency is the effort to satisfy the customer's need to the fullest. This requires the
interaction of customers and service providers. They should do everything to ensure the
consistent quality of the service.
4. Perishability
Services are highly perishable and they cannot be stored. In the context of services, if we
fail to sell the services, it is lost forever. For example, a vacant seat in an aircraft or an un-
booked room in a hotel etc. are opportunities lost forever. This makes it essential those
decision-makers should minimise the risk by utilising their professionalism. The strategies
include peak load pricing, motivating non- peak period consumption etc.
5. Ownership
Lack of ownership is a basic feature of the service industry. A customer may only have
access to or use of a facility. Payment is for the use, access or hire of the service. Thus the
ownership is not affected in the process of selling the services.
6. Fluctuating Demand:
Generally the demand for services is fluctuating in nature. Demand for certain services
that may be high during peak seasons may be low during off-seasons. Most service
organisations have capacity constraints. So simultaneous attempt to achieve closer match
between demand and supply is sought. The combination of perishability and fluctuating
demand offers challenges to service company executives in planning, pricing and promotion
of services.
Management experts would like to add some more features to services while
distinguishing them from products. These are:
1. Lack of entry barriers:
Introduction of new changes in various services is not patentable i.e. the innovativeness
of one firm can easily be adopted by another. Also, services are not generally capital
intensive, and thus entering a service sector is not at all difficult.
2. Minimum opportunities to achieve economies of scale:
Most services operate from multiple locations so that they can cater to the surrounding
geographical area. This prevents the service provider from producing a service at one place as

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is done in the case of producing tangible goods. Thus opportunities of achieving economies
of scale are difficult.
3. Customer Contact
`The customer is very much a part of the service process. A service can be classified as high
or low contact depending on the percentage of time the customer spends in the delivery
system relative to the total service time. In high contact services the customer influences the
timing of demand and the nature of service by direct participation in the process.
CLASSIFICATION OF SERVICES
There have been a number of approaches towards classification of services. The intention
behind this classification is to provide service managers with a means of identifying other
companies who, though operating in different types of services, share certain common
characteristics. Lovelock classifies services based on five crucial factors. They are:
 Nature of the service act.
 The relationship of service organisation to customers.
 The extent of customization and judgement.
 The nature of supply and demand for the service
 The process of service delivery
A simple form of classification of services is into:
a) Business and professional services.
b) Non-business services
Business and Professional Services include Banking, Insurance, Advertising,
Consulting, Market Information, Budgeting, Legal, Medical, Accounting etc.
Non-business Services include Leisure, Entertainment, Recreation, Education,
Counselling etc.
Helen Woodruffe classifies services into the following five categories:
1. End User
According to the end-user of services, it may be classified into:
 Consumer Services - such as Leisure, Hairdressing, Personal Service
 Business Services- Advertising Agencies, Printing, Accounting, Consultancy
 Industrial Services- Plant Maintenance, Repair Service, Project Management
2. Service Tangibility
The degree of tangibility of a service can be used to classify services:
 Highly Tangible Services - Car Rentals, Vending Machines, Telecommunications.

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 Services Linked to Tangible Goods - Car Service, Repair of Domestic Appliances.
 Highly Intangible Services - Consultancy, Legal Service.
3. People based services:
Services can be classified based on the extent of the consumer contact:
 People-Based Services -Education, Healthcare etc. where high contact is necessary
 Equipment Based Services - only low customer contact is required for such services:
Car Wash, Cinema, and Vending Machines.
4. Expertise / Professionalism
On the basis of expertise and skills required, services may be classified into:
 Professional Services - Legal, Medical, Accounting, and Consultancy.
 Non-Professional Services - Day Care, Baby Sitting.
5. Profit Orientation
The overall business orientation is a recognised means of classification:
 Commercial Services - Banks, Insurance, Hotel and Catering Services.
 Non-Commercial Services - Charities, Public Sector Leisure Facilities.
PROBLEMS IN MARKETING SERVICES
The major problems faced by marketing a service are:
1. A service cannot be demonstrated.
2. Sale, production and consumption of services takes place simultaneously.
3. A service cannot be stored. It cannot be produced in anticipation of demand.
4. Services cannot be protected through patents.
5. Services cannot be separated from the service provider.
6. Services are not standardized and are inconsistent.
7. Service providers appointing franchisees may face problems of quality of services.
8. The customer perception of service quality is more directly linked to the morale,
motivation and skill of the frontline staff of any service organization.
FORMS OF MEASURING SERVICE MARKETING CAPACITY
Five potential forms for measuring and managing capacity of service marketing are as
follows: 1. Physical facilities designed to contain customers 2. Physical facilities designed for
storing or processing goods 3. Physical equipment used to process people, possessions or
information 4. Labour 5. Infrastructure.

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1. Physical facilities designed to contain customers: Physical facilities designed to
contain customers and used for delivering people-processing services or mental
stimulus processing services. Examples include hospital clinics, hotels, passenger
aircraft, buses, restaurants, swimming pools, cinemas, concert halls and college
classrooms. In these situations, the primary capacity constraint is likely to be defined
in terms of such furnishings as beds, rooms, seats, tables or desks. In some cases,
local regulations may set an upper limit to the number of people allowed in the
interest of health or fire safety.
2. Physical facilities designed for storing or processing goods: Physical facilities
designed for storing or processing goods that either belong to customers or are being
offered to them for sale. Examples include supermarket shelves, pipelines,
warehouses, car parks, freight containers or railway freight cars.
3. Physical equipment used to process people, possessions or information: Physical
equipment used to process people, possessions or information may embrace a huge
range of items and be very situation-specific – machinery, telephones, hair dryers,
computers, diagnostic equipment, airport security detectors, toll gates on roads and
bridges, cooking ovens, bank ATMs, repair tools and cash registers are among the
many items whose absence in sufficient numbers for a given level of demand can
bring service to a crawl (or a complete stop).
4. Labour: Labour, a key element of productive capacity in all high-contact services
and many low- contact ones, may be used for both physical and mental work. Staffing
levels for personnel, from restaurant waiters and waitresses to nurses to telephone
operators, must be sufficient to meet anticipated demand – otherwise customers will
be kept waiting or service rushed. Professional services are especially dependent on
highly skilled staff to create high value-added, information-based output.
5. Infrastructure: Many organizations are dependent on access to sufficient capacity on
the public or private infrastructure to be able to deliver quality service to their own
customers. Capacity problems of this nature may include busy telephone circuits,
electrical power failures (or black outs caused by reduced voltage) congested air ways
that lead to air traffic restrictions, and traffic jams on major roads.

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SERVICE DESIGN
Marketing is the performance of those business activities that direct the flow of goods
or services from producer to ultimate consumer. The customers may have different likes and
dislikes, preferences and attitudes. These things play a crucial role to develop a product or
service, which is appropriate according to the aspiration of the customers. Further the
relevance of product or service to the aspiration of the customers decides the final success or
failure of the product or service. Thus customer’s requirements and the performance
standards that the service needs to satisfy form the specifications for design. The design
consists of four related components:
i. Product design
ii. Facilities design
iii. Service operations process design.
iv. Customers service process design.
Service product design refers to the design of the physical attributes of the service. The
subscription options for home cable television service or the banking transactions that are
available through an automatic teller machine are examples of such attributes. These
attributes may involve the assembly of raw materials or developing software.
Further the service facility design refers to the design of the physical layout of the
facilities. Customers’ perceptions of the quality of the service are influenced by attributes
such as the cleanliness, spaciousness, lighting and layout of the environment, where the
service takes place. In addition to these facilities, other additional facilities such also need to
be designed. The efficiency of service operations depends on the configuration of these
facilities.
Service operations process design refers to the activities that are needed to deliver or
maintain a service. The activities that make up the operations processes are those required for
the service to deliver its output. By contrast, the activities comprising the customer service
process design pertain to the interactions between the customer and the service provider. The
customer service and service operations activities together make up the operations process.
The quality of the service experience depends on the performance of both types of activities.
These activities therefore need to be designed together.
STEPS IN SEVICE DESIGN
A real design exercise involves the complex interactions of a variety of technical and
non-technical factors that affect the quality of the design. In order to design a product, it is

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important to employ a methodology that integrates the technical aspects of the design with
the marketing and management principles that are required to ensure the commercialization
of the product. Such a methodology is referred to as total design.
Step 1: To involve the customer in designing process.
Step 2: To determine the specifications of the design from these customers.
Step 3: To determine the technical aspects of the design from these customers as per
the specifications. The technology should be a derivative of the customers need and
not the other way around.
Step 4: To design the service using a multi-function team with.
Step 5: To test the design in the marketplace, and not in the laboratory. A successful
design should not only be one that creatively applies the latest technology, but should
also be one that customers like, purchase, and use.
BLUEPRINTING AND SERVICE MAPPING
Blueprinting is a technique that helps to understand the totality of a service as a
process, so that “fail points,” those stages of the service that have a high statistical probability
of generating problems, can be identified and properly understood. The blueprint is an
objective, graphical depiction of the service.
Blueprinting is a process that highlights by way of a process flow diagram the service
system so that the people who are to execute the service can understand their roles. The
systematic process is portrayed in a way that the roles of customers, employees, and the
processes that support those roles are spelled out to explicitly define each and every step of
the service delivery.
The key steps in preparing the service blueprint as follows:
1. To identify the activities involved in delivering the service and present these in a
diagrammatic form. The level of detail will depend on the complexity and nature of the
service.
2. To identify the critical points. These are stages where things may go wrong. The corrective
measures at this stage must be determined, and systems and procedures should be developed
to reduce the occurring in the first instance.
3. To set standards against which the performance should be measured.

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4. To analyze the profitability of the service delivered, in terms of the number of customers
served during a period of time.
On the other hand service maps are to be built up on blueprints and two additional
features are to be provided to add to management information.
 To pay greater attention to customer interaction with the service organization. Further
the clear diagrammatic distinctions should be made between actions of customers and of
service contact personnel. In effect, more should be provided on the front stage activities in
blueprints.
 Additional vertical layers to the diagram are to be drawn in service maps to provide a
visual representation of the structure of the service.
 In particular, the backstage activities are to be divided into those provided by frontline
employees, support staff and management services.
Service-Blueprinting is a service planning help tool. It can be used for developing
new innovative services as well as for improving existing services. The method is also
appropriate for ensuring the quality of service processes. The Service-Blueprinting output
consists of a graphically-presented overview of the service process and its activities. Service-
Blueprinting allows for visualization of the service development process in its early stages. In
each process step, contact points between client and firm (and physical element, if a tangible
service) become visible. It is possible to identify failure points and discover areas for
innovation as well. This technique eases the identification of cost saving potentials and offers
an excellent base for further Service-process management.
EVOLUTION OF SERVICE BLUEPRINTING
Service blueprinting was initially introduced as a process control technique for services
that offered several advantages: it was more precise than verbal definitions; it could help
solve problems pre-emptively; and it was able to identify failure points in a service operation.
Just as firms have evolved to become more customer-focused, so has service blueprinting.
One early adaptation was the clarification of service blueprinting as a process for plotting the
customer process against organizational structure.
Service blueprinting was further developed to distinguish between onstage and
backstage activities. These key components still form the basis of the technique and its most
important feature, that of illuminating the customer’s role in the service process. In addition,

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it provides an overview so that employees and internal units can relate what they do to the
entire, integrated service system. Blueprints also help to reinforce a customer-orientation
among employees as well as clarify interfaces across departmental lines.
COMPONENTS OF SERVICE BLUEPRINTS
There are five components of a typical service blueprint.
• Customer Actions,
• Onstage/Visible Contact Employee Actions,
• Backstage/Invisible Contact Employee Actions,
• Support Processes, and
• Physical Evidence.
“Customer actions” include all of the steps that customers take as part of the service
delivery process. Customer actions are depicted chronologically across the top of the
blueprint. What makes blueprinting different from other flowcharting approaches is that the
actions of the customer are central to the creation of the blueprint, and as such they are
typically laid out first so that all other activities can be seen as supporting the value
proposition offered to or co-created with the customer.
The next critical component is the “onstage/visible contact employee actions,”
separated from the customer by the line of interaction. Those actions of frontline contact
employees that occur as part of a face-to-face encounter are depicted as onstage contact
employee actions. Every time the line of interaction is crossed via a link from the customer to
a contact employee (or company self-service technology, etc.), a moment of truth has
occurred.
` The next significant component of the blueprint is the “backstage/invisible contact
employee actions,” separated from the onstage actions by the very important line of
visibility. Everything that appears above the line of visibility is seen by the customer, while
everything below it is invisible. Below the line of visibility, all of the other contact employee
actions are described, both those that involve non-visible interaction with customers (e.g.,
telephone calls) as well as any other activities that contact employees do in order to prepare
to serve customers or that are part of their role responsibilities.

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The fourth critical component of the blueprint is “support processes” separated from
contact employees by the internal line of interaction. These are all of the activities carried out
by individuals and units within the company who are not contact employees but that need to
happen in order for the service to be delivered. Vertical lines from the support area
connecting with other areas of the blueprint show the inter-functional connections and
support that are essential to delivering the service to the final customer.
Finally, for each customer action, and every moment of truth, the “physical evidence”
that customers come in contact with is described at the very top of the blueprint. These are all
the tangibles that customers are exposed to that can influence their quality perceptions.
The Service Blueprinting is based on the separation of the service into individual
processes that can be assumed separately. The process progress chart is depicted horizontally.
Each single component is on a different plane, ordered vertically. Each plane represents a
level of closeness to the client, the higher the level the closer the interaction level is to the
client Planes Service Blueprinting differentiates between five degrees of client interaction
and integration (See Figure):
 The client interaction line separates the process steps of the service activities that the
client carries out independently.
 The visibility line separates the service activities that the client can see from the
service activities which are hidden from view. Above the line, the process
components that can be seen, heard, smelt or perceived are ordered.
 The internal interaction line separates activities that imply immediate relation to the
client’s order from support activities. Support activities serve as the preparation for
the primary activities but do not belong to the client’s order. Examples are the
maintenance of a ski lift or the cleaning of an office.
 The control line separates the preparation activities from the general management
activities.

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BLUE PRINT OF A COURIER SERVICE
Fig: Blueprinting of a Courier Service
The components discussed above are depicted in figure as a blueprint of a courier
service. Each component is a different level. The top level is portrayed by the line of
interaction, signifying that all customer actions take place above this line owing to the
interaction with the employees. Another feature of this print is that we can see an interaction
take place the moment a vertical line crosses the horizontal line.
The next horizontal line is the line of visibility that separates visible (onstage) activities
from those of backstage. This is the evidence of service to customer and is created in light of
the nature of the service and the appeal it may have for the customer. This is exemplified by
some of the fast food restaurants and coffee shops. Such setups have their show kitchens
operating very much in visibility of the customer.
The area below the line of visibility is that of processes, which support the service
delivery and are performed by the support staff that may or may not be visible to customers.
This area is represented by interactions between employees of the company. Vertical lines
here as well represent internal encounters.

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The above explains the basic flow that may characterize a blueprint. With complete
explosion of all activities, we can see in even more detail the interactions and the tasks
involved therein. It will show us where and how much customers are involved; who helps the
customer; how many people we need to help him; what kind of relationships are defined
among the staff that support each other to deliver the service; and, how many staff members
we need to do different tasks etc.

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REASONS FOR GROWTH OF SERVICES
Manufacturing industries grew because they produced tangible goods which satisfied
man’s physiological needs of food, shelter and clothing. As the basic need was fulfilled there
was demand for improved satisfaction, and this led to a proliferation of variations of the same
product and a number of companies involved in its manufacture. The growth of service
industries can be traced to the economic development of society and the socio-cultural
changes that have accompanied it. Changing environmental forces brought out the various
types of services in forefront of the economy. These environmental forces separately or in
combination create new type of service. The following environmental factors are responsible
to make a new service.
 Consumer Affluence: Due to the fast rise in the income of consumers, they are
attracted towards the new areas like clubs, health clubs, domestic services, travel and
tourism, entertainment, banking, investment, retailing, insurance, repairs, etc. and
these are growing much faster than ever before. There is a significant change in the
pattern of family expenditure.
 Working Women: During the recent times a large number of women have come up
in a variety of professions. The work performance of women in most of services
sector like bank, insurance, airlines, etc. is highly appreciable. In short, women are
getting involved in almost all male dominated activities. Due to increasing
involvement of women in commercial activities, the services like domestic activities,
fast food restaurants, marriage counselling, personal care, financial services, retailing,
etc. have emerged in the recent times.
 Double Income No Kids (DINK): Dinks are the working couples who have
consciously postponed parenthood plans indefinitely or in an increasing number of
cases, have decided not to have any children ever. The dink culture is getting stronger
and spreading wider day by day. The realisation that parenthood is likely to result in
more commitments at home and demands on their time, thereby slowing down their
career plans and ambitions, make them postpone their parenthood plans. Whatsoever
be their life style, they have double income and no kids, resulting in the emerging and
enhancing of services like, entertainment, hotels and restaurants, career institutes,
domestic services, travel resorts, personal care, etc.
 Leisure Time: People do get some time to travel and holiday, and therefore, there is a
need for travel agencies, resorts, hotels and entertainment. There are others who

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would like to utilise this time to improve their career prospects, and therefore, there is
a need for adult education, distance learning, part time courses, etc.
 Greater Life Expectancy: According to the World Development Report and World
Human Resource Index, the life expectancy of people has increased significantly all
over the world barring few developing countries. It may be due to the advancement in
the medical technology, and greater awareness about health and education. Greater
life expectancy invites opportunities in services like hospitals, Nursing Homes,
entertainment, leisure services, investment banking and so on.
 Product Innovations: In the changing time the consumers have become more
conscious of quality than cost. They need high quality goods at par with international
standards. Having this in mind the manufacturers have focused their attention on
quality improvement, innovations, etc. In this process many more services have
emerged on account of product innovation. Some of them are servicing services,
repairs, computer, training and development, education, etc.
 Product Complexity: A large number of products are now being purchased in
households which can be serviced only by specialised persons e.g. water purifiers,
microwave oven, computers, etc., giving rise to the need for services. The growing
product complexities create greater demand for skilled specialists to provide
maintenance for these complex products and bring out other services like expert
advice, consultancy services, etc.
 Complexity of Life: Certain product and services have made human life more
comfortable and complex as well. Also, life itself has become more complex due to
the socio-economic, psycho-political, technological and legal change. This has
brought about the emergence of services like legal aid, tax consulting, professional
services, airlines, courier services, insurance, banking, etc.
 New Young Youth: Every new generation has its own characteristics and enjoys a
different life style. There is a lot of difference between the generations in respect to
their living conditions/ styles, maturity, thinking, attitudes, behaviour, beliefs,
satisfactions, performance values and so on. Today’s generation with all these
changes provide more opportunities to services like entertainment, fast food,
computers, travel, picnic resorts, educational institution, counselling, retailing, etc.
 Resource Scarcity and Ecology: As the natural resources are depleting and need for
conservation is increasing, we have seen the coming up of service providers like
pollution control agencies, car pools, water management, etc.

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 Corporate Crowd: The phenomena of globalisation, privatisation and liberalisation
coupled with faster urbanization have created the corporate world crowd and its
support services. This crowd is responsible in bringing the new services, and
redefining the old ones. The services like hotels and restaurants, banking, insurance,
travel and tourism, advertising, airlines, courier services, marketing research, health
care, legal services, etc. will emerge and flourish more and more.
ROLE OF SERVICES IN ECONOMY
There is a growing market for services and increasing dominance of services in
economies worldwide. Services are a dominant force in countries around the world as can be
seen in the global feature. The tremendous growth and economic contributions of the service
sector have drawn increasing attention to the issues and problems of service sector industries.
There was a time when it was believed that the industrial revolution was the only solution to
the problems of poverty, unemployment and other ills of society.
Now, however, the service sector promises to fulfil the task. Services touch the lives
of every person every day whether it is in the field of food services, communication, leisure
services, maintenance services, travel, amusement parks etc. Services are increasingly being
used by the corporate as well as the household sector. This emphasis on services and its
increasing use has not happened overnight, started in the twentieth century especially after
the end of World War II. Due to large scale destruction during the war, a lot of economic
activities had to be carried out to bring the war torn economies back on road. World War II
marked as milestone in the explosive rise of service industries. Throughout the second half of
the twentieth century services industries have attained considerable growth in most western
nations. After Green Revolution and Industrial revolution, the next possible popular
revolution will be in the field of service sector. In Green revolution the man learnt to use,
exploit and interact with nature (i.e., land and natural resources). In Industrial revolution man
learnt to use, exploit and interact with equipments and machines for development. In case of
services, man is learning to use, exploit and interact with other man-made resources for
development. In the present day world the service sector is growing at a phenomenal rate and
termed as ‘sunrise sector of the economy’.
Today service industries are the source of economic leadership. Many developed
countries are now termed as service economy. Raising the standard of living of people
through services; service sector may well symbolise the third and possibly the most important
revolution of recent times. The standard of living of people will not increase only through

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capital formation, economic transformation and national income; indeed it is also important
that masses are aware of the living style and behaviour. Service sector creates and expands
job opportunities. The new and indeed, the biggest employment opportunities are offered by
service industries.
SERVICES IN INDIA
Services lie at the very hub of economic activity in any society. Our welfare and the
welfare of our economy are now based on services. Almost all countries of globe look
interested in utilising this sector of the economy. For a developing country like India, the
need of the hour is to assign due weightage to the development of service sector. The service
sector is assuming increasing importance in the Indian economy.
In the recent past, we have seen the transition from agrarian nature of economy to
agro-based industry to industrial growth, now we tend to think in terms of developing the
service sector. Probably it is because this sector can create more jobs at a low cost. Service
sector has significant contribution for income generation and employment creations. In India,
service sector is one of the fastest growing sectors today. It provides more than 55 per cent of
the jobs and about 40 per cent export is from service sector. The service sector dominates the
Indian economy today, contributing more than half of our national income. No wonder the
service sector will be the biggest driver of new economic growth and profit earning in the
new millennium for the world in general as well as for India in particular. As a result, the
service organisations, if they have to be successful, have to have a more professional
approach to manage their business. Perhaps, it is in this context the role of marketing is
gaining importance in the service organisations.

20.
QUESTIONS
1. Define Services.
2. What is Product Design?
3. What is Facility Design?
4. What is Blue Printing?
5. What is Service Mapping?
6. What do you mean by customer action?
7. What is client interaction line?
8. What is visible line?
9. What is internal interaction line?
10. What is control line?
11. Briefly explain the concept of services.
12. Explain the different features of services.
13. What are the classifications of services? Explain.
14. Explain the factors affecting the growth of service sector.
15. What are the components of service design?
16. What are the steps in service design?
17. Explain the key steps in preparing Service Blue Printing.
18. What are the components of service blue printing? Explain.

21.
UNIT - II
MARKETING MIX IN SERVICES
Marketing mix is the set of important internal elements that make up an organisation’s
marketing programme. The marketing mix concept is a well established tool used as a
structure by marketers. It can be defined as the elements an organisation controls that can be
used to satisfy or communicate with customers. The phrase ‘marketing mix’ was first used by
Neil H. Borden. The concept had its genesis in the classic work of James Culliton on the
management of marketing costs. Borden suggested twelve marketing mix variables in the
context of manufacturers. Borden’s concept of marketing mix was given due recognition in
marketing theory and the concept of marketing mix was accepted as the set of marketing
tools that a firm uses to pursue its marketing objectives in the target market, influenced by
specific environmental variables.
It was McCarthy who summed up the twelve elements of Borden’s marketing mix
into 4Ps - product, price, place (i.e. distribution), and promotion. He even clarified that the
customer is not a part of the marketing mix; rather, he should be the target of all marketing
efforts. The activities in service marketing are different , and often do not fall in the
conventional marketing mix (4Ps) classification, though many marketing concepts and tools
used by goods marketers hold good in services with some change in focus and importance.
The traditional marketing mix became inadequate for service industries because of the
following reasons:
 The concept of marketing mix as such was developed for manufacturing industries
and was more oriented to deal with goods marketing situations.
 Marketing practitioners in service sector found that it did not address their needs.
 Due to differences in characteristics of physical products and services, marketing
models and concepts had to be developed in direction of the service sector.
Keeping in view the inadequacy of conventional marketing mix to address the service
situations, it needs to be modified and broadened. A seven Ps framework for services has
been proposed. These elements of marketing mix for services are product, price, place,
promotion, people, physical evidence and process. It is important to elaborate these Ps in
order to have an understanding of a specific combination of these elements to arrive at the
marketing strategy for service firms.

22.
Fig: Services Marketing Mix
Detailed accounts of each of these elements of services marketing mix are as follows:
PRODUCT
A product is an overall concept of objects or processes which provide some value to
customer; goods and services are subcategories which describe two types of product. Thus,
the term product is frequently used in a broad sense to denote either a manufactured good or a
service. In fact, customers are not buying goods or services - they are really buying specific
benefits and value from the total offering. So, the most important issue in service product is
what benefits and satisfaction the consumer is seeking from the service. From the point of
view of a restaurant’s manager, the restaurant simply provides food. But, the customers
coming to the restaurant may be seeking an ‘outing’ - an atmosphere different from home,
relaxation, entertainment or even status. The marketing of services can be a success only if
there is a match between the service product from the customer’s view point and the
supplier’s view point. To find this match it is desirable to analyse the service at the following
levels:
I. Customer Benefit Concept: The service product which is offered in the market must have
its origin in the benefits which the customers are seeking. But, the problem is that customers
themselves may not have a clear idea of what they are seeking, or they may find it difficult to
express or it may be a combination of several benefits and not a single one. Over a period of
time, the benefits sought may also change. This change in customer may come about by a
satisfactory or unhappy experience in utilising the service, through increased sophistication in
service use and consumption, and changing expectations. All these make the issue of
marketing a service product more complex.
II. Service Concept: Using the customer benefits as starting point, the service concept defines
the specific benefits which the service offers. At the generic level, the service concept refers

23.
to the basic service which is being offered. A centre for performing arts may offer
entertainment and recreation. But, within this broad framework, there can be specific choice
paths for satisfying the entertainment objectives, such as, drama, musical concerts, mime,
poetry recitation, dance, etc.
III. Service Offer: After defining the operation of businesss, the next step is to give a specific
shape and form to the basic service concept. In the case of centre for the performing arts, the
service concept is to provide entertainment. The service offer is concerned with the specific
elements that will be used to provide entertainment; drama, music, dances. In the category of
musical concerts the choice may be vocal or instrumental, with vocal whether light or
classical, Hindustani, Carnatic or Western. While these represent the intangible items of the
service offer, the physical infrastructure of the centre, in terms of its seating capacity, seating
comfort, quality and acoustics, provision for air-conditioning, snack bar and toilets are the
tangible items. The tangible aspects can be controlled by offering the best possible benefit,
but the quality and performance of the actors, singers, musicians cannot be controlled.
IV. Service Forms: In what form should the services be made available to the customers is
another area of decision making. Should all the shows of the centre be available in a package
deal against an annual membership fee or seasonal ticket? Should there be daily tickets with
the consumer having the freedom to watch any one or more performances being staged on
that particular day? Should each performance have a separate entrance ticket, with a higher
priced ticket for a well-known performer? Service form refers to the various options relating
to each service element. The manner in which they are combined gives shape to the service
form.
V. Service Delivery System: When we go to bank to withdraw money, we either use a cheque
or a withdrawal slip in which we fill all the particulars and hand it over to the dealing
assistant, who after verifying the details, gives us money. The cheque or withdrawal slip and
the dealing assistant constitute the delivery system. In case of airlines, the aeroplane, pilot,
crew members, airport, etc. are the elements of delivery system. The two main elements in a
delivery system are the people and the physical evidence. The competence and public
relations ability of a lawyer represents the ‘people’ component, while his office building,
office door, letter head, etc., are all elements of the ‘physical evidence component. The
physical evidence components have also been called facilitating goods or support goods.
These are the tangible elements of the service and they exert an important influence on the
quality of the service as perceived by the consumers. Delivering an intangible at a level
consistently is a complex issue. The experience in two flights of the same airline is not the

24.
same. The visit to a bank on two occasions brings different experiences. The consumer’s
service experience is, as such, a result of provider-customer interaction, atmosphere,
emotional stress, anxieties, surprises, etc. It is because of these delivery factors (varying at
different points of time) that no two customer experiences are identical. This variability of
experience is attributable to the inability of the service firms to deliver the intangible
uniformly.
Service firms must learn to manage intangibles. They need to go beyond the technical
skills of employees or the tangible output. Service levels should be set in accordance with the
desired customer satisfaction. The answer to ‘what customer expects’ should be sought. And
it is not an easy answer because the subjective nature of the customer expectations often
vitiates the whole exercise.
PRICE
Pricing is one factor that has received much less attention in service firms. Pricing
decisions in services are approached in a not-very-sophisticated manner. The role price plays
in the marketing strategy is lesser known in service firms than in manufacturing firms. Even
in Britain, the United States and some other developed economies where more people are
employed in the provision of services than in the direct production of material goods, the
marketing of services in general, and their pricing in particular, are relatively neglected
aspects of management studies.
Though price is one of the Ps in the marketing mix of firms, its use as a purposive
marketing tool has been limited to a few marketers. Most marketers tend to adopt a passive
approach and commit many mistakes in pricing their goods and services. “The most common
mistakes are: pricing is too cost-oriented; price is not revised often enough to capitalize on
market changes; price is set independent of the rest of marketing mix rather than as an
intrinsic element of market positioning strategy and price is not varied enough for different
product items and market segments”.
Unlike in manufactured goods, where price has one common name across a wide
range of goods, such as, fruits, clothes, computers, cars, etc.; price in services goes by
different names. The services are diverse. The extent of their diversity can be gauged by the
names by which the price is called in services. The below table shows some terms referring to
price in different services are listed. Almost every service has its own price terminology.

25.
Price Terminology for Selected Services
Service Terminology
Advertising Commission
Brokerage service Commission
Consultancy Fee
Employee Services Salary
Education Tuition fee
Financial Services Interest/charge/commission
Guest speaker Honorarium
Health care Fee
Insurance Premium
Legal service Fee
Property/Accommodation Rent
Road use Toll
Recreational service Ticket charge/money,
Admission charge
Share/Stock service Brokerage/Commission
Transport Fare
Utilities Tariff
Source : Donald Cowell, “The Marketing of Services”, Heinemann, London.
Pricing is important because it has a direct bearing on sales and profits of an
organisation. Therefore, price cannot be determined in isolation without keeping in mind the
sales it would generate and the profit it would earn. Generally, a trade-off is observed
between the sales and the profit. A lower price of product or service is capable of generating
higher sales at low profit per unit. Similarly, a high price would result in greater profit
margins but the product or service may not sell that much. Pricing arithmetic is not simple.
There are a number of factors that influence the pricing decisions of a firm. It is important for
a firm to consider the customers, the marketing offer, competition, legal framework, and
social and technological environment while setting the price.
Pricing methods and practices tend to vary widely in service industries. Unlike goods
which may bear similarities in processes, competition, output, raw material, labour, etc.;
service industries are laden with diversity. On the spectrum of variety and uniqueness;

26.
services are unique, both in their own character and in their difference from one another. This
service character does not allow standardisation of pricing across various service categories.
A household service supplier, banking company, hairdresser, transporter, etc.; because of
their unique character, tend to consider their pricing in a variety of ways.
In determining the prices of services, the one characteristic which has great impact is
their perishability and the fact that fluctuations in demand cannot be met through inventory.
Hotels and airlines offering lower rates in off-season and lower telephone charges for
outstation calls after peak hours are examples of how pricing strategy can be used to offset
the perishable characteristics of services.
Another characteristic of services that creates a problem in price determination is the
high content of the intangible component. The higher the intangibility, the more difficult it is
to calculate cost and greater the tendency towards non-uniform services, such as fees of
doctors, management consultants, lawyers, etc. In such cases, the price may sometimes be
settled through negotiation between the buyer and seller.
On the other hand, in services such as dry cleaning, the tangible component is higher,
and the service provided is homogeneous. It is easier to calculate the cost on a unit basis and
have a uniform pricing policy. In general, the more unique a service is, the greater the
freedom to fix the price at any level. Often the price may be fixed according to the customer’s
ability to pay. In such cases price may be used as an indicator of quality.
The third characteristic to be kept in mind while determining prices is that in many
services, the prices are subject to regulations, either by the government or by trade
associations. Bank charges, electricity and water rates, fare for rail and air transport in India
are controlled by the government. In many other cases, the trade or industry association may
regulate prices in order to avoid undercutting and maintain quality standards. International air
fares are regulated by international agreement of airlines, sea freight fares are regulated by
shipping conferences. In all such cases, the producer has no freedom to determine his own
price.
The two methods which a service organisation may use to determine prices are cost-
based pricing and market-oriented pricing. In the former, the price may be regulated by the
government or industry association on the basis of the cost incurred by the most efficient unit.
Such a pricing strategy is effective in restricting entry and aiming at minimum profit targets.

27.
The market-oriented pricing may either be a result of the competition or customer-oriented.
In case of competition-oriented pricing, the price may be fixed at the level which the
competitor is charging, or fixed lower to increase market share. Customer-oriented pricing
varies according to the customer’s ability to pay.
The pricing tactics that may be used to sell services are:
I. Differential or Flexible Pricing: It is used to reduce the ‘perishability’ characteristic
of services and iron out the fluctuations in demand. Differential price implies
changing different prices according to:
 Customer’s ability to pay differentials (as in professional services of management
consultants, lawyers);
 Price time differentials (used in hotels, airlines, telephones where there is the concept
of season and off-season and peak hours); and
 Place differential used in rent of property-theatre seat pricing (balcony tickets are
more expensive than front row seats) and houses in better located colonies command
higher rent.
II. Discount Pricing: It refers to the practice of offering a commission or discount to
intermediates such as advertising agencies, stock brokers, property dealers for
rendering a service. It may also be used as a promotional device to encourage use
during low-demand time slots or to encourage customers to try a new service (such as
an introductory discount).
III. Diversionary Pricing: It refers to a low price which is quoted for a basic service to
attract customers. A restaurant may offer a basic meal at a low price but one which
includes no soft drink or sweet dish. Once the customer is attracted because of the
initial low price he may be tempted to buy a drink or an ice-cream or an additional
dish. Thus, he may end up buying more than just the basic meal.
IV. Guaranteed Pricing: It refers to pricing strategy in which payment is to be made
only after the results are achieved. Employment agencies charge their fee only when a
person actually gets a job, a property dealer charges his commission only after the
deal is actually transacted.
V. High Price Maintenance Pricing: This strategy is used when the high price is
associated with the quality of the service. Many doctors, lawyers and other
professionals follow this pricing strategy.

28.
VI. Introductory Pricing: It is one in which an initial low price is charged in the hope of
getting more business at subsequently better prices. The danger is that the initial low
price may become the price for all times to come.
VII. Offset Pricing: It is quite similar to diversionary pricing in which a basic low price is
quoted but the extra services are rather highly priced. A gynaecologist may charge a
low fee for the nine months of pregnancy through which she regularly checks her
patient, but may charge extra for performing the actual delivery and post-delivery
visits.
VIII. Competitive Parity Pricing: Prices are set on the basis of following those set by the
market leader.
IX. Value Based pricing: Prices are based on the service’s perceived value to a given
customer segment. This is a market driven approach which reinforces the positioning
of the service and the benefits the customer receives from the service.
X. Relationship Pricing: Prices are based on considerations of future potential profit
streams over the lifetime of customers. Relationship pricing follows closely the
market oriented approach of value-based pricing but takes the lifetime value of the
customer into account.
PLACE
In order to bring the products to the customer, the marketer has to work with
distribution channels that are the interdependent set of organisations involved in the process
of making the goods or services available. Service marketers, like goods marketers, also have
to handle distribution channel problems. They too, have to make their services available to
target customers without which marketing cannot take place. Because of intangibility of
services, they cannot be stored, transported and inventoried. Similarly, because of
inseparability, that is, in case of services production cannot be separated from selling,
services must be created and sold at the same time. These characteristics of services make
distribution strategy more complex and difficult.
There are three critical issues that must be sorted out while evolving the distribution
channels for a service:
I. Location of the service: Location is concerned with the decisions a firm makes about
where its operations and staff are situated. The importance of location for a service
depends upon the type and degree of interaction involved. When the customer has to

29.
go to the service provider, location becomes very important. For a service business
such as a restaurant, location may be one of the main reasons for patronage. In this
type of interaction, service providers seeking growth can consider offering their
services at more than one location. Where the service provider can go to the customer,
site location becomes much less important provided it is sufficiently close to the
customers for good quality service to be received. In some circumstances, the service
provider has no discretion in going to customer as certain services must be provided at
the customer’s premises. This is the case with a wide range of maintenance services
such as, lift repair, cleaning services etc. However, when the customer and service
organisation transact at arm’s length location may be largely irrelevant. Customers are
not concerned with where the physical locations are of suppliers of services such as
electricity, telephone or insurance. There are three important questions that would
help service provider in deciding where to locate service:
 How important is the location of the service to the customers?
 Is the service, technology - based or people-based?
 How important are complementary services to the location decision?
The selection of location and site for a service depends on a number of factors and trade -
offs among benefits and costs. The below table depicts the critical factors affecting the
location decisions, vary from one service to another.
Critical factors affecting choice of location
Critical Factors Services
Convenience Retail Stores, Health Centres, Bank, Repair
Services, Theatre, Personal Care
Cost Operating Speciality Shops, Wholesalers, Clerical Services
Proximity with composition to share
Support system availability
Furniture, Fast Food, Antique Shop, Tailors,
designers, Hotels, Jewellers, Tourism
Geographic of Environmental Factors Beach Resorts, Ski Resorts
Business Climate Insurance Companies, Private Educational
Institutions
Communication Networks Banks, Financial Services
Transport Facilities Mail Order Houses, Couriers, Warehouses

30.
II. Channels through which services are provided: The second decision variable in the
distribution strategy is whether to sell directly to the customers or through
intermediaries. Traditionally it has been argued that direct sales are the most
appropriate form of distribution for services. Whilst this form of distribution is
common in some service sectors, e.g., professional services, companies in other areas
of the service sector are increasingly seeking other channels to achieve improved
growth and to fill unused capacity.
Many services are now being delivered by intermediaries and these can take a variety of
forms. The broad channel options for services are direct sales, agent or broker, sellers’ and
buyers’ agents, franchises or contracted service deliverers, etc.
III. How to provide service to maximum number of customers: The third decision
variable in the distribution strategy is how to provide the service to a maximum
number of customers in the most cost-effective manner. Some of the innovations in
the area are:
 Rental or Leasing-Leasing or Rental offers an easy solution for companies which
want to expand and diversify but do not have the necessary resources to buy the
required plant and machinery. This trend is now also becoming popular in services.
 Franchising-Franchising is the granting of rights to another person or institution to
exploit a trade name, trade mark or product in return for a lump-sum payment or a
royalty. In service industries franchises operate in the area of hotels, restaurants, car
rentals, fast food outlets, beauty parlours, travel agencies, couriers, computer
education etc.
 Service Integration - Recent times have also witnessed the growth of an integrated
service system. Hotels offer local tours and airlines offer holiday resort services.
Travel agencies offer ‘package tours’ in which they take care of all formalities such as
visa, foreign exchange, reservations, local travel, etc.
All these trends highlight the importance of using innovative methods to overcome the
inherent characteristics of service products which make their distribution a complex affair.
PROMOTION
The promotion element of the services marketing mix forms a vital role in
communicating the positioning of the service to customers. Promotion adds significance to

31.
services; it can also add tangibility and help the customer make a better evaluation of the
service offer. The fundamental difference which must be kept in mind while designing the
promotion strategy is that the customer relies more on subjective impressions rather than
concrete evidence. This is because of the inherent nature of services. Secondly, the customer
is likely to judge the quality of service on the basis of the performer rather than the actual
service. Thirdly, since it is difficult to sample the service before paying for it, the customers
find it difficult to evaluate its quality and value. Thus, buying a service is a riskier proposition
than buying a product. So, the service marketers must design a promotion strategy which
helps the customers overcome these constraints.
George and Berry have identified six guidelines for services advertising which really
are applicable to most elements of the communication mix. These apply to a wide range of
service industries, but not to all of them, because of the heterogeneous nature of services.
 Provide Tangible Clues- A service is intangible in the sense that a performance
rather than an object is purchased. Tangible elements within the product surround can
be used to provide tangible clues, e.g. seating comfort in Aircraft.
 Make the Service Understood- Services may be difficult to grasp mentally because
of their intangibility. Tangible attributes of the service can be used to help better
understand the service offered, e.g. Credit Cards.
 Communication Continuity- This is important to help achieve differentiation and
present a unifying and consistent theme over time. McDonalds and Disney logo
provide good examples of such continuity.
 Promising what is Possible- Service firms need to deliver on their promises. If a
promise such as fast delivery cannot be consistently met, it should not be made at all,
e.g. Domino’s Pizza.
 Capitalising on Word of Mouth- The variability inherent in services contributes to
the importance of word of mouth. Word of mouth is a vitally important
communication’s vehicle in services, as evidenced by the way we seek personal
recommendations for Lawyers, Accountants, Doctors, Bankers, etc.
 Direct Communications to Employees- In high contact services communication
should be directed at employees to build their motivation, e.g. Cabin Crew of
Airlines.
The promotion mix of services includes the following elements:

32.
I. Advertising: It is any kind of paid, non-personal method of promotion by an
identified organisation or individual. The role of advertising in services marketing is
to build awareness of the service, to add to customer’s knowledge of the service, to
help persuade the customer to buy, and to differentiate the service from the other
service offerings. Relevant and consistent advertising is therefore, of great importance
to the success of the marketing of the service. Advertising has a major role in helping
deliver the desired positioning for the service. Since the core product is intangible it is
difficult to promote, and therefore, service marketers frequently choose tangible
elements within the product for promotion. Thus, airlines promote the quality of their
cuisine, seat width, and the quality of their in-flight service. Certain services such as
entertainment, transportation, hotel, tourism and travel, insurance, etc. have been
advertising heavily in newspapers, magazines, radio, TV to promote greater usage and
attract more customers. However, certain service professionals such as doctors and
lawyers had rarely used advertising as a means of increasing their clientele. But, this
situation is changing and one can occasionally see an advertisement in the daily
newspaper giving information about the location and timings that a particular doctor
is available for consultation.
II. Personal Selling: Personal selling has a vital role in services, because of the large
number of service businesses which involve personal interaction between the service
provider and the customer, and service being provided by a person, not a machine.
The problem with using personal selling to promote services is that in certain types of
services, the service cannot be separated from the performer. Moreover, it is not a
homogeneous service in which exact standards of performance can be specified. In
such situations, personal selling implies using an actual professional rather than a
salesman to sell the service. A firm of management consultants may send one of its
consultants for soliciting new business. This kind of personal selling is certainly
effective but also very expensive. One way of making personal selling more cost
effective is to create a derived demand by tying up with associated products and
services. A management consultant may associate with a bank, so that the bank
recommends his name as a consultant to any new entrepreneur coming for a loan. A
chain of hotels may team up with an airline to offer a concessional package tour. The
other way is to maintain a high visibility in professional and social organisations,
getting involved in community affairs and cultivating other professionals so as to
maximize personal exposure and the opportunities for getting work from new sources.

33.
Personal selling has a number of advantages over other promotion mix elements, such
as:
 Personal Contact- Three customer contact functions have been identified; selling,
servicing and monitoring. These personal contacts should be managed to ensure that
the customer’s satisfaction is increased or maintained at a high level.
 Relationship Enhancement- The frequent and sometimes intimate contact in many
service businesses provides a great opportunity to enhance the relationship between
the seller/service provider and the customer.
 Cross Selling- The close contact frequently provides the opportunity for cross-selling
other services. The sales persons are also in a good position to communicate details of
other services which they may offer to customers.
III. Sales Promotion: In the case of services, the sales promotion techniques which are
used are varied and various in number. Traditionally, sales promotion has been used
mainly in the fast moving consumer goods market. However, in the recent past we
have seen a trend for many service firms to use sales promotion. Sales promotion
tools are aimed at these audiences:
 Customers - Free Offers, Samples, Demonstrations, Coupons, Cash Refunds, Prizes,
Contests and Warrantees.
 Intermediaries- Discounts, Advertising Allowances, Cooperative Advertising,
Distribution Contests and Awards.
 Sales Force- Bonuses, Awards, Contests and Prizes for Best Performer.
A number of activities can be undertaken which aim at providing incentive to encourage
sales. A doctor may charge lesser amount as fee on subsequent visits to encourage patient’s
loyalty, a car mechanic may offer a guarantee for repairs undertaken up to three months, a
chartered accountant may offer his services free for the first two visits to allow the customer
to evaluate his work.
In services, sales promotion techniques are also used to offset their perishability
characteristic, e.g., family discounts offered by hotels in off-season in which two children
under twelve are allowed free of charge. Sales promotion helps to overcome the problem
faced by customers in evaluating and judging the quality before making the purchase, thus, it
reduces the risk associated with the purchase.

34.
IV. Publicity: It is unpaid for exposure which is derived by getting coverage as a news or
editorial item. It is possible to get publicity when the service which one is offering is
unique and, therefore, newsworthy, by holding a press conference in which offered
services can be associated with some issues of greater social relevance or by
involving the interest of the newspaper or its staff in covering the service. The
important point about publicity is that the choice of newspaper, magazine and journal
should be correct. The vehicle which is chosen must be credible and enjoy a
reputation of being trustworthy. A wrong choice of media vehicle will result in
adverse publicity.
V. Word of Mouth: One of the most distinctive features of promotion in service
businesses is the word of mouth communications. This highlights the importance of
the people factor in services promotion. Customers are often closely involved in the
delivery of a service and then talk to other potential customers about their
experiences. Research points to personal recommendations through word of mouth
being one of the most important information sources. Where people are the service
deliverers personal recommendation is often the preferred source of information.
Thus, word of mouth can have a more important impact than other promotion mix
elements in a number of services, including professional and health care services.
Positive or negative word of mouth communication will then influence the extent to
which others use the service. However, negative experiences tend to have a greater
impact than positive experiences. Customers who are dissatisfied tend to tell more
than twice as many people of their poor experiences as those who are satisfied relate
good experiences.
DISTRIBUTION METHODS
After the product, price, and promotion has been decided, the service has to be available
to the consumer where and when they want to buy. Consumers should be able to get to the
service easily, and has to be in the right place to sell well.
Service Provider Consumer
Service Provider Agent Consumer
Service Provider Franchisor Franchisee Consumer

35.
COMMON CHANNELS OF DISTRIBUTION
1. Direct Channel: In this channel, producers sell their goods and services directly to
the consumers. There is no middleman to come between the producers and
consumers.
2. Indirect Channel: If the producer is producing goods on a large scale, it may not be
possible for him to sell goods directly to consumers. As such, he sells goods through
middlemen.
PEOPLE
In services, ‘People’ refers to all human actors who play a part in service delivery and
thus influence the buyer’s perceptions; namely, the firm’s personnel, the customer, and other
customers in the service environment. All of human actors participating in the delivery of a
service provide clues to the customer regarding the nature of the service itself. How these
people are dressed, their personal appearance, and their attitudes and behaviours all influence
the customer’s perception of the service. If the service personnel are cold and rude, they can
undermine all the marketing work done to attract the customers. If they are friendly and
warm, they increase customer satisfaction and loyalty. Employee behaviour is often an
integral part of the service product. This is not true in a manufacturing operation, where
employee behaviour may affect product quality, but is not a part of the product.
People constitute an important dimension in the management of services in their role
both as performers of services and as customers. People as performers of service are
important because, a customer sees a company through its employees. The employees
represent the first line of contact with the customer. They must, therefore, be well informed
and provide the kind of service that wins customer approval. The firm must recognise that
each employee is a salesman for the company’s service. If these employees are not given
training in how to go about face-to-face customer contact, the entire marketing effort may not
prove to be effective. The importance of customers in services stems from the fact that most
services imply active and involved customer-organisation interface. In many service
situations, customers themselves can also influence service delivery, thus affecting service
quality and their own satisfaction. Customers not only influence their own service outcomes,
but they can influence other customers as well. People can be subdivided into:

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I. Service Personnel: Service personnel are important in all organisations but more so
in an organisation involved in providing services. The behaviour and attitude of the
personnel providing the service is an important influence on the customer’s overall
perception of the service and he can rarely distinguish between the actual service
rendered and the human element involved in it. Customer contact is very important
concept in services, which refers to the physical presence of the customer in the
system. The extent of contact refers to the percentage of time a customer ought to be
in the system out of the total time it takes to serve him. The low contact services
include bank, post offices or retailing and the high contact services include hotels,
educational institutions, restaurants and hospitals. Services with high contact are
more difficult to control and manage because a longer customer contact is more
likely to affect the time of demand, and nature of service and its quality; whereas, in
low contact services such contact has much less impact on the service. Therefore,
the high contact personnel must be dexterous in public relations and inter-personal
skills, and the low contact personnel must have high technical and analytical
attributes. The quality and performance of service personnel can be improved
through:
 Careful selection and training of personnel;
 Laying down norms, rules and procedures to ensure consistent behaviour;
 Ensuring consistent appearance; and
 Reducing the importance of personal contact by introducing automation and
computerization wherever possible.
II. Customers: Customers are important because they are a source of influencing
themselves, being actively involved in service delivery, and other customers as well.
In case of Doctors, Lawyers, Consultant’s one satisfied customer will lead to a chain
reaction, bringing in his wake a number of other customers. So, it’s an important
task of service marketers to ensure complete satisfaction of the existing customers.
The kind of customers that a firm attracts exerts an important influence on
prospective customers. The prospective customer may feel attracted towards the
organisation e.g., Club, Restaurant, School, because it has his type of customers or
the customer may turn away if he perceives the existing customers to be a kind with
whom he would not like to associate.

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PHYSICAL EVIDENCE
It refers to the environment in which service is delivered and where the firm and
customer interact, and any tangible components that facilitate performance or communication
of the service. The physical evidence of service includes all of the tangible representations of
the service such as, Brochures, Letterhead, Business Cards, Report Format, Signage,
Equipment, etc.
Packaging importance stems from the fact that it is what comes in between the
product and the customer’s eye. The product package is a visual representation of the whole
marketing effort. The customer judgement and evaluation are often based on the product
packaging. Physical evidence is to a service, what the packaging is to a product. In services,
the product itself being intangible, the need is to tangibles it as far as possible. Thus, physical
entities can be successfully employed to describe the service product and its distinguishing
qualities. Since the potential customers form impressions about the service organisations on
the basis of physical evidence, like building, furniture, equipments, stationery and brochures,
it becomes imperative that the marketers manage the physical evidence in a manner that
reinforces the proposed position and image of the organisation.
Cleanliness in a doctor’s clinic, the exterior appearance and interior decor of a
restaurant, the comfort of the seating arrangement in a cinema hall, adequate facility for
personal needs at the airport, all contribute towards the image of the service as perceived by
the customer. The common element in these is that they are all physical, tangible and
controllable aspects of a service organisation. There may be two kinds of physical evidence:
I. Peripheral Evidence: It is actually possessed as a part of the purchase of service but
by itself is of no value. An airline ticket, cheque book, or receipt for a confirmed
reservation in a hotel is examples of peripheral evidence. A cheque book is of value
only if customer has money in the bank, without that it is of no significance.
Peripheral evidence adds on to the value of essential evidence, such as writing pad,
pen, match box, complimentary flowers and drinks, etc. in a hotel, which customer
may take away. Such evidence must be designed keeping in mind the overall image
which the organisation wishes to project and the reminder value of the evidence in its
ability to remind the customer about the organisation.
II. Essential Evidence: Whereas the peripheral evidence is possessed and taken away by
the customer, the essential evidence cannot be possessed by the customer; the

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building, its size and design, interior layout and decor, logo, etc. of the organisations
are constituents of essential evidence. The essential evidence is a very critical input in
determining the atmosphere and environment of the service organisation. Physical
evidence can be used to build strong association in the customers’ minds and service
can be differentiated from the competitor’s similar offering. By making the service
more tangible and making it easier for the customer to grasp the concept of the
service, marketers can create the ideal environment for the service offering.
PROCESS
Process in services refers to the actual procedures, mechanisms, and flow of activities
by which the service is delivered- the service delivery and operating systems. In a service
organisation, the system by which customer receives delivery of the service constitutes the
process. In fast food outlets the process comprises buying the coupons at one counter and
picking up the food against that at another counter. The process of a delivery function which
can be compared with that of operations management implies the conversion of input into the
finished product. But, in a service organisation, there is no clear cut input or output. Rather, it
is the process of adding value or utility to system inputs to create outputs which are useful for
the customers.
The process by which services are created and delivered to the customer is a major
factor within the services marketing mix, as services customers will often perceive the service
delivery system as part of the service itself. Thus, decisions on operations management are of
great importance to the success of the marketing of the service. In fact, continuous
coordination between marketing and operations is essential to success in most services
businesses. Identification of process management as a separate activity is a prerequisite of
service quality improvement. The importance of this element is especially highlighted in
service businesses where inventories cannot be stored. Through the introduction of Automatic
Teller Machines (ATMs) banks have been able to free staff to handle more complex customer
needs by diverting cash only customers to the ATMs. If the processes supporting service
delivery cannot, for example, quickly repair equipment following a breakdown or provide a
meal within a defined period, an unhappy customer will be the result. This suggests that close
cooperation is needed between the marketing and operations staffs who are involved in
process management. By identifying processes as a separate marketing mix element, its
importance to service quality is duly recognized.

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QUESTIONS
1. What is Service Marketing Mix?
2. What is Service Concept?
3. What is Customer Benefit Concept?
4. What is Service Delivery System?
5. What is Flexible Pricing?
6. What is Guaranteed Pricing?
7. What is High Price Maintenance Pricing?
8. What is Offset Pricing?
9. What is Direct Channel?
10. What is Peripheral Evidence?
11. Discuss Service Marketing Mix.
12. Explain the product in service mix.
13. Explain the people element in service mix.
14. Briefly explain the promotion mix in service marketing.

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UNIT III
EFFECTIVE MANAGEMENT OF SERVICE MARKETING
The growing importance of service industry in today’s context has forced the
academic interest towards the service sector. Basically industrial and economic activities
have been classified into three categories viz. primary, secondary and tertiary. Primary
activities are concerned with agriculture, fishing, mining and forestry. Secondary activities
include manufacturing and construction, whereas a tertiary activity comprises services and
distribution. Before the industrial development, the primary and secondary activities were the
mainstay of the economy. But the process of commercialization has emphasized the priority
of service sector. In present era, it has become major industry and has apex importance in the
economy. However the term service is very simple to say but it is very difficult to explain in
precise words because it is general in concept. Services are economic activities that create
value and provide benefits for customers. It is an act or performance offered by one person
another and which is especially separately identifiable, intangible, non transfer of ownership
and perishable in character. Services includes a wide variety of activities i.e. utilities, law
enforcing, civil, administrative and defence, transport and communication, distribution
traders, business profession, leisure and recreation. The growth of service industry is the
result of economic development of the society and socio-cultural change among the people.
Sometimes, it may be possible that the specific service industry is the result of a combination
of several reasons.
Services are economic activities that create value and provide benefits to customers at
specific times and places as specified by the recipient of the service. Services are those
separately identifiable, essentially intangible activities which provide want, satisfaction, and
that are not necessarily tied to the sale of a product or another service. To produce a service
may or may not require the use of tangible goods. However when such use is required, there
is no transfer of title (permanent ownership) to these tangible goods.
The Service Concept
The service concept is the core of the service offering. Two Levels of Service
Concept are possible. The ‘general’ service concept refers to the essential product being
offered (e.g. a car hire company offers solutions to temporary transportation problems). In
addition, there will be ‘specific’ service concepts at the core of specific service (e.g. candle-
lit dinners or oriental foods for restaurants).
The service concept has to be translated into the ‘service formula’. This translation
process, implies not only a clear definition of the service concept (i.e. what consumer benefits
is the service firm aiming to serve; which service attributes best express the consumer
benefit). It also demands attention to the service process; that is the ways and means the
service is produced distributed and consumed the market segment has to be identified the
organization-client interface has to be organized in a network the service image has to
facilitate clear communication between the service organization and its potential clients.

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The service concept is the definition of the offer in terms of the bundle of goods and
services sold to the consumer plus the relative importance of this bundle to the consumer. It
enables the manager to understand some of the intangibles, elusive and implicit that affect the
consumer decision and to design and operate his organization to deliver a total service
package that emphasizes the important element of that package.
The marketing concept dictates that marketing decisions should be based upon
customer needs and wants. Buyers purchase goods and services to satisfy their needs and
wants. Thus when a buyer engages in a market transaction he perceives a bundle of benefits
and satisfaction to be derived from that transaction. However he does not usually divide the
market offering into its component parts. From the sellers’ view point however the market
offering can be divided into its component parts. The marketing mix is the convenient means
of organizing all the variables controlled by the marketer that influence transactions in the
marketplace. It is a ‘checklist approach’ where marketer’s attempt to list and organize the
variables under their control which may be important in influencing transactions in the
market place.
THE COMPONENTS OF A SERVICE
The products that firms market do differ in extent to which they involve the transfer
of ownership of physical goods. However, intangible components inevitably play a pivotal
role in winning and maintaining a satisfied customer. The Physical product is whatever the
organization transfers to the customer that can be touched. It is tangible and physically real.
Examples include houses, automobiles, computers, books, hotel soap and shampoo, and food.
The Service product is the core performance purchased by the customer, the flow of
events designed to provide a desired outcome. It refers to that part of the experience apart
from the transfer of physical goods and typically includes interactions with the trim’s
personnel’.
The service environment can also signal the intended market segment and position the
organizations. For example, a restaurant near a university campus might signal that it is
catering to college students by putting college memorabilia and pictures of students on the
walls. The service product is the result of “planning your work, “and the service delivery is
the result of working your plan.
MANAGEMENT OF SERVICE OFFER
The service offer is concerned with giving more specific and detailed shape to the
basic service concept notion. Management of services offer is concerned with making
decisions viz. what service will be provided, when they will be provided, how they will be
provided and so on. These decisions and thinking through the implication of actions affecting
these components:

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1. Elements of Service
The service elements are the ingredients of a total service offer; they are the particular
bundle of tangibles and intangibles which compose the service product. Service managers
face two particular problems in defining the composition of a service offer. First there is the
difficulty of articulating all of the elements that could make up a service offer. It is usually
easier to articulate the tangible elements than the intangible. Secondly there is the difficulty
of deciding upon the particular set of elements the service organization will actually use in its
service offer.
But some elements of a service offer are less controllable. Management can ensure
that all guests singing in at a hotel reception desk are formally greeted by the receptionist.
There is less control over the warmth of the greeting. Nevertheless management must try to
anticipate some of these controllable elements and ensure that the climate of the organization
contributes to rather than detracts from the service offer.
2. Forms of Service
Service elements are offered to the marketplace in different forms. Service form is
concerned with examining in details the various options relating to each service elements.
The particular decision taken on the precise form of each service elements will depend upon a
number of factors including market requirements, competitors’ policies and the need to
obtain balance within, and between, the various elements that make up the service product
offer-what is called ‘cohesiveness and coherence of the set of services offered’.
3. Levels of Service
An offer can be viewed at several levels as follows:
a) Core or generic: For consumer or industrial products this consists of the basic
physical product, e.g. a camera. The core elements for a camera, consists of the
camera body, the viewer, the winding mechanism, the lens and the other core basic
physical components which make up the transactional utility in the form of deposits
and withdrawals.
b) Expected: This consists of the generic product together with the minimal purchase
conditions which need to be met. When a customer buys a video cassette recorder
they expect an instruction book which explains how to programme it, a warranty for a
reasonable period should it break down, and a service network so that it can be
repaired.
c) Augmented: This is the area which enables one offer to be differentiated forms
another. For example, IBM has a reputation for excellent customer service although
they may not have the most technologically advanced core product. They differentiate
by ‘adding value’ to the core, in terms of service reliability and responsiveness.

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d) Potential: This consists of all potential added features and benefits that are or may be
of utility to some buyers. The potential for redefinition of the product gives
advantages in attracting new users or ‘looking’ in ‘existing customers. This could
make it difficult or expensive for customers to switch to another supplier.
PRODUCT LIFE-CYCLE
All Product and services have certain life cycles. The life cycle refers to the period
from the product’s first launch into the market until its final withdrawal and it is split up in
phases. During this period significant changes are made in the way that the product is
behaving into the market i.e. its reflection in respect of sales to the company that introduced it
into the market. Since an increase in profits is the major goal of a company that introduces a
product into a market, the product’s life cycle management is very important. Some
companies use strategic planning and others follow the basic rules of the different life cycle
phase that are analyzed later.
The understanding of a product’s life cycle, can help a company to understand and
realize when it is time to introduce and withdraw a product from a market, its position in the
market compared to competitors, and the product’s success or failure.
Introduction
In the beginning, sale of new products increase slowly. Factors influencing the growth
of sales at this stage include the relatively small number of innovative customers, problems of
building effective distribution, technical problems of assuring quality and reliability and
limited production capacity. Profits too may be low or non-existent at this stage because of
factors like the promotional costs involved in promoting sales.
Growth
In this stage sales grow. More consumers follow the lead of innovators, the market
broadens through policies of product differentiation and market segmentation, competitors
enter the market, and distribution broadens. Profit margins peak as experience effects serve to
reduce unit costs and promotional expenditures are spread over larger sales volumes.

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Maturity
In this stage, sales are at peak. The growth rate in sales goes considerably down as
most of the consumers are already having the product where as new ones are difficult to add.
Profit margins are at peak and reduced unit costs and promotional expenditures are spread
over larger sales volumes.
Saturation
In this stage, sales level is almost stagnant. Growth is increasingly governed by
factors like population growth or attempts to stretch the cycle through market segmentation
strategies. Profits too decline because of the number of competitive offerings, cost reductions
become more difficult and smaller specialist competitors eat into the market.
Decline
In this stage sales decline because of changing tastes, fashions and technical advances
causing product substitution. Declining sales are accompanied by reducing profit margins as
too many competitors fight for the remaining market. Price cutting may be active and
marginal competitors fall out of the industry.
PROBLEM WITH THE PRODUCT LIFECYCLE
In reality, lifecycle patterns are far too variable in both shape and duration for any
realistic predictions to be made. A second difficulty in applying the lifecycle concept lies in
the inability of marketers to ascertain accurately where in the lifecycle a product actually is at
any time. For example, a stabilization of sales may be a movement into maturity or simply a
temporary plateau due to external causes. In fact, it is possible that the shape of the lifecycle
is a result of an organization’s marketing activity rather than an indication of environmental
factor to which the organization should respond-in other words; it could lead to a self-
fulfilling prophecy.
Another criticism of the concept is that the duration of the stages will depend upon
whether it is a product calls, form or brand which is being considered. For example, the
lifecycle for holidays is probably quite flat, whereas those for particular formulations of
holidays and for specific holiday operators’ brand become progressively more cyclical.
STRATEGIES OF SERVICE PRODUCTS
1. Market Penetration: An organization continues to supply its existing services to its
existing customer segments, but seeks to increase sales from them. This may be
achieved by increasing their total consumption of that type of service, or by taking
consumers from competitors.
2. Market Extension: New types of consumer are found for existing services. For
example, a restaurant chain may extend its operations to a new overseas market, or
higher education institutions may promote their courses to new groups of students.

45.
3. Service Development: New or modified services are developed to sell to the current
market. For example, a bank may offer a new type of charge card aimed at its current
customer base.
4. Diversification: New services are offered to new markets. For example, a traditional
package holiday operator offering a conference organizing service.
NEW SERVICE DEVELOPMENT
The new service development process can be described as consisting of three macro
stages: the front end, the back end and product introduction. The front end essentially
chooses what service concept should be developed, the back end implements the chosen
service concept, and the product introduction opens the implemented service for use by actual
customers. The three macro-stages and their elements are detailed in Front end steps are
traditionally conducted by marketing, back end steps by operations and product introduction
step by both marketing and operations. The different stages in new service development
process are:
1. Idea Generation
Ideas may be generated in many ways. They can arise inside the organization and outside
it, they can result from search procedures (e.g. marketing research) as well as informally;
they may involve the organization in creating the means of delivering the new service product
or they may involve the organization in obtaining rights to services product, like franchise.
2. Idea Screening
This stage is concerned with checking out which ideas will justify the time, expense and
managerial commitment of further research and study. Two features usually associated with
the screening phase are:
i. The establishment or use of previously agreed evaluative criteria to enable the
comparison of ideas generated (e.g. ideas compatible with the organization’s
objectives and resources);
ii. The weighting, ranking and rating of the ideas against the criteria used.
3. Concept Development and Testing
Ideas serving the screening process then have to be translated into product concepts. In
the service product context this means concept development and concept testing.
(a) Concept Development
This phase is concerned with translating the service product idea, where the possible
service product is defined in functional and objective terms, into a service product concept,
the specific subjective consumer meaning the organization tries to build into the product idea.